Ask for the Sale

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<p>Customers have earned the right to be asked to buy if the Sales Associate has done&nbsp;a proper job of assessing their needs and meeting their requirements.</p> <p><strong>Respect for the Customer</strong><br /> Failure to ask for the sale is disrespectful to the customer, who deserves to be asked if the best product that meets their needs at the proper&nbsp;price will make that&nbsp;person a happy, satisfied customer.&nbsp; People&nbsp;who are given the chance to&nbsp;purchase by&nbsp;asking them to buy will more often purchase than those&nbsp;who are not asked.</p> <p><strong>Customer Decision-Making</strong><br /> Remember that until somebody asks the customer&nbsp;to purchase, a decision has not been made.&nbsp; Remember too&nbsp;that some customers find it hard to ask themselves.&nbsp; <strong>Always ask for the sale</strong>. Sometimes you may have to do so more than once if there are objections that are uncovered when the customer gives a &quot;No&quot; response.&nbsp; When the customer says &quot;No,&quot; they are not saying&nbsp;it to you.&nbsp; They are actually saying &quot;No&quot; to the information you have provided so far.&nbsp; Your job is to find out what information they need and provide them with it.&nbsp; You may never find that out if you don&rsquo;t ask the customer&nbsp;for the sale.</p> <p><strong>Closing Methods</strong><br /> Some customers just find it difficult to make any decision, let alone a buying decision.&nbsp; Consider ways of helping the customer make a buying decision.&nbsp; These methods should never be used to try to make someone purchase something that is wrong for them, but rather to assist them in thinking through typical fears/concerns.&nbsp; Some of those fears may include the fear of paying too much, disapproval from their spouse, concern about taking on more debt, lack of trust and the promises&nbsp;(or existence) of&nbsp;competitive suppliers.&nbsp; Make a list of objections you find difficult to respond to&nbsp;and work on specific communication skills that can help you help your customer in making a buying decision.</p> <p>Listed below are a few types of closing techniques and reasons why you might use them.</p> <p><strong>Simple Close</strong><br /> Many believe it is best to be clear with your customers and just ask simple questions like &ldquo;Would you like to take this now?&quot; or &ldquo;Would you like me to get you one in a box?&quot; or &ldquo;Are there other items&nbsp;you want to consider today along with this product?&quot;</p> <p>Many customers prefer this open, clear communication; your confidence&nbsp;is apparent&nbsp;when you are clear.</p> <p><strong>Assumptive Close</strong><br /> During this process the Sales Associate is assuming that the customer will purchase, and may use language like &ldquo;When you take this home and start to use it, I would appreciate a call back to let me know you are satisfied and allow me to answer any questions you may have so you can fully enjoy the product.&quot;</p> <p>This kind of close may be reassuring to a customer&nbsp;who has fears of making the wrong purchase or not being taken care of after the sale.</p> <p><strong>Alternate Close</strong><br /> This close is typically used when the customer has a choice to make between two&nbsp; products or features.&nbsp;The customer&nbsp;feels&nbsp;that both may be acceptable, but they are concerned about making the wrong decision. This kind of close may sound something like &quot;Do you prefer the red one or the black one?&quot; Another example: &quot;Of the two products&nbsp;you are considering, which one appeals to you the most?&quot;</p> <p><strong>Policy Close</strong><br /> If your company has policies that reassure customers&nbsp;about typical concerns like price and satisfaction, you should practice using this information to help customers who are concerned about returning the product if it doesn&rsquo;t meet their needs or addressing pricing concerns if they believe they need to check for lower prices elsewhere.&nbsp; This assurance might be conveyed&nbsp;in the following manner, &ldquo;Our company has a 30-day customer satisfaction guarantee that insures that you can return it if you are not satisfied; in addition we guarantee our prices with a 30-day price-protection policy to insure you always get a fair price.&rdquo; (Note: This is an example only&mdash;please check your own store&nbsp;management for appropriate policy and language.)</p> <p><strong>Other Closing Methods</strong><br /> Numerous books exist&nbsp;that discuss&nbsp;different closing methods.&nbsp; It&rsquo;s good to consider closing methods&nbsp;as positive, productive ways to help customers make a purchasing decision; conversely, they should never be used in a negative or pressured&nbsp;manner to make someone buy something that&#39;s wrong&nbsp;for them.&nbsp; Our goal in the Participative Sales method is to create long-term, satisfied customers.&nbsp; Focus on the many purchases that the customer will make over time, not just the short term.</p> <p>&nbsp;</p>